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AbstractThis article examines the linkages between the four basic market share strategies, “build,” “hold,” “harvest,” and “divest,” and corresponding functional level sales strategies. For eacn market share strategy, a sales strategy is delineated in terms of its primary sales objectives and sales activities. Compensation policies which support the market share-sales strategy linkages are also suggested.
Strahle et al. (Thu,) studied this question.
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